Negotiation Games: Acquiring Skills by Playing

Pacios Alvarez, Antonia; Cobo Benita, José Ramón; Ortiz Marcos, Isabel y Vargas Funes, Jose María (2011). Negotiation Games: Acquiring Skills by Playing. En: "Research in Engineering Education Symposium REES 2011", 04/10/2011 - 07/10/2011, Madrid, España.

Descripción

Título: Negotiation Games: Acquiring Skills by Playing
Autor/es:
  • Pacios Alvarez, Antonia
  • Cobo Benita, José Ramón
  • Ortiz Marcos, Isabel
  • Vargas Funes, Jose María
Tipo de Documento: Ponencia en Congreso o Jornada (Artículo)
Título del Evento: Research in Engineering Education Symposium REES 2011
Fechas del Evento: 04/10/2011 - 07/10/2011
Lugar del Evento: Madrid, España
Título del Libro: Proceedings of the Research in Engineering Education Symposium REES 2011
Fecha: 2011
Materias:
Escuela: E.T.S.I. Industriales (UPM)
Departamento: Mecánica Estructural y Construcciones Industriales [hasta 2014]
Licencias Creative Commons: Reconocimiento - Sin obra derivada - No comercial

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Resumen

This paper shows the research done at the School of Industrial Engineers (ETSII) of the Technical University of Madrid (UPM), in two consecutive academic courses. In this negotiation game each team is formed by three students playing different roles, with a different degree of complexity. The game is played three different times changing the conditions and doing the Zones of Possible Agreement (ZOPA) smaller so the negotiation is going “harder” and it was more difficult for the team to achieve an agreement. Roles were distributed according to the student’s experience, since it was understood that difficulty of the roles was different, especially when there was set a time limit for negotiation. The combination of playing and training has shown that students without particularly good negotiating skills at the beginning of the experiment attained better final results than those who have natural negotiating skills, but no benefit of training.

Más información

ID de Registro: 12418
Identificador DC: http://oa.upm.es/12418/
Identificador OAI: oai:oa.upm.es:12418
URL Oficial: http://reen.grou.ps/
Depositado por: Memoria Investigacion
Depositado el: 16 Ago 2012 12:06
Ultima Modificación: 21 Abr 2016 11:39
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